05/05/2021
Words that you need to avoid in sales.
I found this very interesting video of Dan Lok. If you haven't heard of him, he's one of the experts in achieving financial freedom.
So while watching his video, I list down the words that you need to avoid in sales either over the phone or even through email or messaging.
1. To be honest with you / To be frank with you.
This tells your prospect that all the conversation you had was a lie and that you haven't been honest with them the whole time.
2. Trust me
Have you ever heard of these words? "Just trust me on this"
Usually when people say "just trust me".
Do you trust them? Most of the time, no.
If you want someone to trust you, and you think you are trustworthy, do you need to say it?
Your action speaks louder than your words...
Your action will demonstrate if a prospect should trust you or not so don't use those words.
3. Sorry to bother you
Once you say this to your prospect, the first question that will come to their mind is "Then why the h*ll are you bothering me? If you're so sorry about it then don't bother me in the first place."
Usually in sales, the prospect or client has the power and the closer(YOU) doesn't have the power.
In order to close the sale, you want to flip the table around.
You wanna level the power on both parties...
The minute you start apologizing, before you say anything, before you even propose anything and before you even know if you can help them or offer a solution, you immediately put yourself at a lower status.
You don't have to apologize for what you sell.
You don't have to apologize for what you can bring to the table.
You don't have to apologize for the solution that you can offer.
Your time as the closer is as valuable as the time of your prospect.
4. Just following up
As someone doing sales and offering services, are you guilty of using this before? Well, you're not alone.
I just used this recently and now that I watched his video, he's making a lot of sense and I can see that it's one of the reasons why other prospects don't respond.
You see, "just following up" has been used by so many salespeople, automatically it triggers a response that "Oh this guy is trying to sell me something".
Instead of saying "just following up", go directly and ask more relevant questions.
Find out what the problem is or ask better and more effective questions.
5. BUY
People love to buy and the act of buying something, but it triggers a thought that it's gonna cost them money out of their pocket.
So instead of saying, would you like to BUY this product or service now?
Say "would you like to own this product/service?"
Or "would you like to take this home?"
Or "would you like to take advantage of this service?"
Asking would you like to buy triggers a lot of resistance and fear.
6. Contract
Instead of saying let's sign a contract that is too serious and heavy say "agreement".
"Are you ready to sign this agreement with me?"
Use this one as it feels less intimidating and feels less pressure for your clients and prospects.
7. I haven't heard back from you
This may sound so normal as a lot of people use it. But the truth is when you ask that question, your prospect knows the reason why you haven't heard back from them because they don't want you to contact them or they don't want to contact you.
Don't bring the same thing on the table that they already know.
This creates resistance between you and your prospect.
Instead, add value to what they do. Add value to what you offer. Offer something new.
Always offer something when making a contact and when they are ready to do business, you'll be on top of their mind.
8. We are better than ________
Never ever put down your competitor. We are better than her, we are better than him...
Even though it might be true, you don't want to say it because your prospect is thinking, oh yes, you're saying you're better because you want to close this sale, you wanna make money from my business.
Avoid this no matter what.
You want your prospect to come to their own conclusion that you are better than the rest.
If your prospect asks you, what makes you better than xyz?
Do this instead...
Praise your competitor.
Do the opposite.
Ask them what's stopping them from getting their product/service.
There's a reason why the prospect is on a conversation with you.
They haven't made a decision yet.
All you need to do is to show them that you understand their problems and that you can offer a better solution.
Ask relevant questions and find out.
These are the words that you need to avoid in sales.
Have you ever used one of these? Tell me what happened! 🙂
